How to Make an Offer if the Seller Won’t Give a Price
Some sellers will talk about everything, timeline, condition, stress, but when it comes to the number, they shut down. And if you don’t handle it right, you’re stuck pitching into the dark.
Austin Beverigde
Tennessee
, Goliath Teammate
You ask them what they want for the house.
They pause, deflect, and say, “I’m not sure…” or “Just make me an offer.”
Sound familiar?
Some sellers will talk about everything, timeline, condition, stress, but when it comes to the number, they shut down.
And if you don’t handle it right, you’re stuck pitching into the dark.
This article will help you:
Understand why sellers avoid sharing price
Ask better questions that actually get a response
Spot emotional resistance hiding behind vague answers
Use anchoring and soft framing to guide the conversation
Stay in control, without being pushy
Let’s break it down.
Why Sellers Avoid Talking Price
It’s rare because they don’t have a number in mind.
More often, it’s because they:
Don’t want to say something “too low” and regret it
Don’t want to say something “too high” and get rejected
Are emotionally anchored to a number that’s not realistic
Genuinely don’t know what the house is worth today
Want you to “go first” so they can react to your offer
Your job isn’t to force a number out of them. It’s to create the right environment for them to share it.
What Not to Say When They Dodge the Number
Let’s start here, because most reps go wrong by pushing too early:
“You’ve got to give me something to work with.”
Makes the seller feel backed into a corner.
“I can’t help unless you tell me what you want.”
Sounds transactional and self-serving.
“Just name your price. Anything is fine.”
Too open-ended, it creates anxiety instead of clarity.
Step 1: Set the Tone for Safety and Transparency
Instead of demanding a number, start with context:
“Totally understand. Most people I talk to don’t have an exact number at first. My job’s just to help you explore what’s possible and make sure the path makes sense either way.”
This removes pressure and shifts the conversation from “negotiation” to “collaboration.”
Step 2: Ask Better, Softer Questions
Instead of “What do you want for it?” try these:
“Have you had a ballpark in mind, even if it’s not firm?”
“Is there a range that would make it worth your time to sell?”
“What would you need to walk away feeling good about this?”
“Just between us, what’s the number that’s been stuck in your head?”
“Have you had anyone throw a number at you before, low or high?”
These feel conversational. They lower the seller’s guard without giving away your position.
Step 3: Use Anchoring, Carefully
If the seller really won’t talk numbers, it’s okay to float a soft anchor.
“I’ve seen similar properties in the area moving between [$X] and [$Y], depending on condition. If we landed somewhere in there, is that crazy, or are we in the right ballpark?”
Why it works:
It gives the seller something to react to
You stay vague enough to preserve flexibility
They often correct or confirm, which gives you insight
If they say:
“Oh no, that’s way too low…”
Good! You’ve flushed out their mental number.
If they say:
“Yeah, I’d probably consider something like that…”
You now have a window to work with.
Step 4: Watch for Nonverbal or Emotional Cues
Even if they won’t say a number, their tone might say everything.
Clues:
Hesitation = “I have a number, but I’m not ready to share”
Nervous laughter = “I think my number’s too high”
Deflection = “I’m afraid of being judged or taken advantage of”
Silence = “I want you to go first so I don’t lose leverage”
Use empathy to re-open the door:
“It’s okay if you’re not sure. Most people aren’t. We can just talk through options and go from there.”
Step 5: Offer a Soft-Pass Instead of a Firm Offer
If you still can’t get a number, but you’ve built rapport, send a soft-pass offer.
“Totally understand if you need time. Based on everything we’ve discussed, I’d likely be somewhere in the [$X–$Y] range. No pressure at all, just something to keep in mind if the timing feels better later.”
This does three things:
Gives them clarity without pushing
Keeps you top of mind when they’re ready
Protects your credibility if the seller was just testing the waters
Step 6: Document and Circle Back
Use your CRM (or Goliath) to:
Tag the seller as “avoided number” or “anchored high”
Note what they reacted to emotionally
Set a task to follow up in 7–14 days with a light check-in or new value touch
Often, sellers who resist numbers at first come back around, if you stayed professional and didn’t push too hard.
Final Thought: It’s Not a Price Problem, It’s a Trust Problem
When sellers won’t talk numbers, it’s rarely about the property.
It’s about:
Uncertainty
Self-protection
Emotional hesitation
Needing to feel safe enough to share
And once they feel that safety?
They’ll tell you more than you asked for, because you earned it.
So next time a seller dodges the number, don’t see it as a wall.
See it as a cue to slow down, listen harder, and guide the conversation forward with care.
